Position: Area Sales Manager - Convention Sales

Property: Kimpton Hotels and Restaurants - Bay Area

Location: US - CA - San Francisco

Position Summary:
The primary goal of the Area Sales Manager position is to both find and develop new accounts, which benefit the entire assigned city of responsibility and the Kimpton organization, as appropriate.

To work directly with the appropriate contacts/organizations within the assigned segment(s) to secure strong partnerships and visibility for the brand. Work/communicate with accounts make certain they are satisfied with our products and to maintain customers for life. Build and maintain rapport with the field to understand challenges and needs of our businesses to ensure that selling time and strategies are focused on accounts with the highest rate of return for the company.
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OBTAIN ACCOUNTS VIA:

* Manage and penetrate national and local accounts impacting the convention market in the assigned city.
* Work closely with city CVB to maximize account potential.
* Prospecting, analyzing and telemarketing new corporate business clients
* Work with Kimpton National Sales Team to garner share from National accounts for
assigned city.
* Work with key contacts to ensure that Kimpton Hotels has appropriate time/representation with decision makers while they are in assigned city on site inspections.
* Attend appropriate organizational meetings as representative for Kimpton Hotels in assigned city.
* Willing to travel to key markets to meet with existing and potential customers with upcoming groups/meetings into assigned city.
* Attend appropriate tradeshows as sales representative for assigned city.
* Practices total account management by harvesting leads for Group and Meetings business from all qualified accounts.
* Requesting referrals/leads from accounts.
* Conducting local outside sales calls and site inspections of assigned Kimpton Hotels with potential/established accounts.
* Attending national tradeshows for networking and exposure purposes.
* Organizing and conducting qualified FAM Trips.
* Answering/facilitating all incoming leads.
* Regularly communicating with the field regarding leads, trends, rates and "need" dates.
* Maintaining accurate and thorough notes/traces in Delphi and preferred account files.
* Following-up with phone calls to thank clients for the business and to re-book for future years.
* Maintain focus on future booking pace from assigned accounts.

MAINTAIN ACCOUNTS VIA:

* Entertaining, sales calls and regular phone calls with established/potential accounts.
* Re-negotiating future year contracts with emphasis on maximizing rates, revenue and meeting space.
* Promptly answering client inquiries and requests on behalf of Kimpton Hotels.
* Quickly and effectively resolving client issues.
* Consistently uncovering new needs of our accounts to ensure we are changing with our customers.
* Refer sister hotels in other Kimpton cities where the account may be conducting future business.
* Consistently asking for more contacts/business opportunities for Kimpton Hotels.
* Gather monthly activities and production of assigned account base to present to the General Managers and Directors of Sales in assigned city.
* Stay abreast of trends in assigned market(s) and communicate to General Managers and Directors of Sales in assigned city.
* Maintain notes and activities in Delphi System.


MISCELLANEOUS JOB DUTIES:

* Manage time professionally and responsibly.
* Monitor industry trends in assigned segments.
* Probe current accounts for referral business.
* Answer faxes, memos, field requests and inquiries.
* Visit competitive hotels for analysis.
* Work with Regional DOSM and VP, Sales on special projects.
* Provide Regional DOSM and Director of Operations with weekly schedule, monthly production reports, action plans, sales trip reports, etc.
* Attend monthly Director of Sales Meetings in assigned city.
* Attend/contribute to meetings as assigned by Regional DOSM, Director of Operations
and the VP, Sales.
* Assist watch hotels.
* Work with individual/regional DOSM and other City Sales Managers to maintain strong communication and calibrated sales efforts from a city and national perspective.
* Be knowledgeable, support and communicate home office programs and initiatives.

Required Skills & Experience:
* Knowledge of Microsoft Word, Excel, Delphi Systems & MeetingBroker Systems.
* A minimum of (5) year's hotel sales experience.
* Must emulate the Kimpton Culture.
* Strong written and verbal communication skills.
* Individual must be highly organized with the ability to sell a multi-faceted product mix.
* Past experience as a Director of Sales and National Sales Rep. preferred yet not required.
* Thorough knowledge of the various Kimpton Hotels and Restaurants in assigned city.
* Knowledge of the selling process.
* Knowledge of the negotiation process.
* Knowledge of designated markets of focus.
* Ability to change with the needs of Kimpton Hotels & Restaurants.
* Ability to train and manage sales support position(s).

Do applicants need to provide their own work permit? Yes

Bonus? Yes

Accommodation Provided? No

Other Benefits: Kimpton offers competitive health insurance packages.


Position Categories: Sales